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09/30/08
“Artfully Sell the problem”
Filed under: PROGRAM DESIGN
Posted by: Jon @ 6:09 pm

In the book, Entrepreneurial Megabucks: The 100 Greatest Entrepreneurs of the Last 25 Years, biotechnology pioneer Ronald E. Cape brilliantly described how he generated support and backing. His crusade was to prevail upon others the idea of developing genetic engineering to combat world hunger and incurable diseases. The way he did this can best be described in four words: “artfully selling the problem.”

“Artfully selling the problem” also describes the process of program design: identifying a problem (or need) in search of a solution and making that seemingly worst situation seem solvable. Your program design should impassion and persuade the Reader/Scorer. In this case, persuade means to sell. And what are you selling? Not just the fact that your proposed program has a critical need for their support, but that your proposed program’s critical need for grant dollars supersedes that of all the other competing programs seeking support for the same grant dollars.

Most grants fail to win awards because in addition to not adequately identifying a solvable problem or need, they fail to turn negatives into positives. That is, they fail to artfully sell the problem.

Read more about this in my new book RIGHT BEFORE YOU WRITE: The Groundbreaking Process Used To Win More Than $285 Million in Competitive Grant Awards. Available at www.SandyPointInk.com. Or click on Sandy Point Ink in the left column.